Job Description

The VP of Sales is responsible for the management and performance of an existing sales force inside the Informa Foodservice Media and Events sales group and the growth of the team’s revenue production. This role includes full sales and revenue oversight of the following media brands with some partnered oversight of curated events:

• Nation’s Restaurant News
• Restaurant Business Online
• Foodservice Director
• Restaurant Hospitality
• Small curated events and roundtables, chef immersions
• Create – The Future of Foodservice Event (partnered oversight)

The VP of Sales’ primary objective is to implement and oversee a sales strategy and process that allows the Informa Foodservice Media Group to align with the growing opportunities in the industry and the needs of the group’s clients. Specifically, this role will manage a team of dedicated sales and sales support professionals and provide them with day-to-day support, guidance and resources that allow for maximum revenue generation. This role may also include management of a very small set of strategic ‘house’ accounts and territory.

The role will also work closely with Foodservice Vertical leadership to identify new accounts and key partners that will drive growth. Importantly, the VP of Sales will help leadership and the sales team develop products, proposals and solutions – across traditional Media, Media Intelligence and curated Events – that speak directly to the needs of the Food Service Industry’s most influential clients and sponsors.

Specific responsibilities include :

• Responsible for managing the overall productivity and performance of a team of 8-to10 sales professionals.
• Sets goals and targets that align with the Foodservice Group’s overall financial objectives and actively partners with sales teams to support their efforts.
• Manages pipelines, sales databases and develops sales/sponsorship resources for core Foodservice platform offerings.
• Ensures accounts and territories are properly structured and balanced with the total addressable market for the Foodservice industry – and appropriately aligned with the Foodservice Group’s overall strategy.
• Helps institute a sales culture that is client-first and solutions-based, vs. product-driven.
• Sets pricing for media and research offerings.
• Partners with Informa Foodservice Group’s head of event sales to implement strategies for integrated solutions.
• Sets compensation, commission levels and team incentives for media sales team.
• Co-Management of ‘House’ accounts with annual recurring revenues (e.g. Blue Chips)

Qualifications

• 10-15 years of experience managing sales teams, preferably within the media and/or events industry.
• At least ten years of overall experience in media and/or event sales.
• Experience in the Foodservice and Grocery industry is highly desirable.
• Strong leadership and communication skills, with the ability to both support and lead a team of experienced sales professionals.
• Proven ability to drive the sales process from start to finish.
• Excellent listening, negotiation, and presentation skills.
• Strong understanding of aligning sales progress, pipelines, and reporting with the needs of upper management and broader business strategy.
• Experience with Salesforce is strongly preferred.
• Extensive travel required: up to one week per month, both domestically and internationally, attending industry events, meeting with clients, and expanding your network.
• Pay range: $180,000 - $200,000 plus commission.
• This posting will expire on August 27, 2024.

Additional Information

We work hard to make sure Life at Informa is rewarding, supportive and enjoyable for everyone. Here’s some of what you can expect when you join us. But don’t just take our word for it – see what our colleagues have to say at LifeAt.Informa.com

Our benefits include:

• Freedom & flexibility: colleagues rate us highly for the flexibility and trust they receive, and we support a range of working patterns
• Great community: a welcoming culture with in-person and online social events, our fantastic Walk the World charity day and active diversity and inclusion networks
• Broader impact: take up to four days per year to volunteer, with charity match funding available too
• Career opportunity: the opportunity to develop your career with bespoke training and learning, mentoring platforms and on-demand access to thousands of courses on LinkedIn Learning. When it’s time for the next step, we encourage and support internal job moves
• Time out: 15 days PTO rising to 20 after three years and 25 after six years, plus 10 national holidays, a birthday leave day and the chance to work from (almost!) anywhere for up to four weeks a year
• Competitive benefits, including a 401k match, health, vision and dental insurance, parental leave and an ESPP offering company shares at a minimum 15% discount
• Strong wellbeing support through EAP assistance, mental health first aiders, free access to a wellness app and more
• Recognition for great work, with global awards and kudos programs
• As an international company, the chance to collaborate with teams around the world

We’re not solely focused on a checklist of skills. We champion energy and ambition and look for colleagues who will roll their sleeves up, join in and help make things happen. If it sounds like a match and you have most – although not all – of the skills and experience listed, we welcome your application.

At Informa, you'll find inclusive experiences and environments where all perspectives and backgrounds are welcomed. As part of this approach and our diversity and inclusion commitments, we are also formally an Equal Opportunities Employer. This means we base decisions on relevant qualifications and merit and do not discriminate on the basis of key characteristics and statuses, including all of those protected by law. Ask us or see our website for full information.

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